Sometimes it may feel like an uphill battle to even the strongest of salespeople when customers bestow their unrealistic expectations, desires, and constant objections during the vehicle sales process. Once it's time to make the math work and a proposal is issued from the desk manager, often a salesperson's energy and enthusiasm is zapped.

It's at this time when a salesperson needs to breathe in, stay enthused, and regain their optimism because the delivering of the proposal is the second half of their performance. Before serving the proposal we strongly urge management and salespeople to develop a fixed mentality with this deal-desking strategy. Our "Customer Solutions Review" tool will provide some much needed relief and resolution to combat the customer's issues from wearing them down. 

The first person that needs to be convinced the proposal is a wise choice is the salesperson. Focus on the solutions being provided rather than the math involved in creating the deal.

Our Customer Solutions Review will outline the value of the sale resulting in a much more effective deal closing strategy. It also provides a positive impression during the initial customer counseling. This also comes as a result of a thorough needs assessment has taken place so the provided solutions are included in the proposal and evident to the salesperson and the customer.

Keep the needle at the emotional part of the brain to stay mentally fixed throughout the sales process and especially before offering a sales proposal.

You can read the entire article and find our Customer Solutions Review tool in the enhanced summary on our blog.

As always, if you have any questions, please do not hesitate to contact us for any of your automotive sales, rv sales, or boat sales training needs.

Richard Keeney

The Mar-Kee Group

888-300-4629

markeegroup.com